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Sheila Heen: How to Navigate Hard Conversations
"World of DaaS"
How Do I Telegraph the Optimization Function to the Other Side?
I always try to figer out my own functions that i'm trying to opthomise for, and then telegraph those to the other side. For this particular thing, it might be a eight out of ten, and for the other side it may be a two out o ten. So just put different options in front of them and pay attention to the reaction. I think you're right that the traditional, conventional wisdom as to hold your cards close to your chest.
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